Implementation of Factor Analysis for Identifying Cultural Differences in Personal Selling

Kód výsledku v IS VaVaI

<a href="https://www.isvavai.cz/riv?ss=detail&h=RIV%2F29142890%3A_____%2F25%3A00051652" target="_blank" >RIV/29142890:_____/25:00051652 - isvavai.cz</a>

Nalezeny alternativní kódy

RIV/61384399:31130/25:00061482

Výsledek na webu

<a href="https://doi.org/10.56065/ach8ta45" target="_blank" >https://doi.org/10.56065/ach8ta45</a>

DOI - Digital Object Identifier

<a href="http://dx.doi.org/10.56065/ach8ta45" target="_blank" >10.56065/ach8ta45</a>

Jazyk výsledku

angličtina

Název v původním jazyce

Implementation of Factor Analysis for Identifying Cultural Differences in Personal Selling

Popis výsledku v původním jazyce

This study aims to explore intercultural and gender customer differences in Czechia regarding their perceptions of verbal and nonverbal personality traits of salespeople during personal sales interactions. By examining these differences, the research provides valuable insights for scholars and practitioners into cultural and gender- specific factors critical for designing effective interpersonal sales strategies. An experimental design was employed. The collected data were analyzed using factor analysis and hypothesis testing. The findings suggest that salesperson authenticity and personal interaction factors significantly influence sales success in Czechia. Additionally, gender-based variations were identified in customer receptivity. The research primarily focused on automotive retail sales scenarios and it a follow-up of series of previous research in this domain, but the results offer broader applicability to similar market contexts, contributing to the understanding of effective personal sales techniques across cultures and genders.

Název v anglickém jazyce

Implementation of Factor Analysis for Identifying Cultural Differences in Personal Selling

Popis výsledku anglicky

This study aims to explore intercultural and gender customer differences in Czechia regarding their perceptions of verbal and nonverbal personality traits of salespeople during personal sales interactions. By examining these differences, the research provides valuable insights for scholars and practitioners into cultural and gender- specific factors critical for designing effective interpersonal sales strategies. An experimental design was employed. The collected data were analyzed using factor analysis and hypothesis testing. The findings suggest that salesperson authenticity and personal interaction factors significantly influence sales success in Czechia. Additionally, gender-based variations were identified in customer receptivity. The research primarily focused on automotive retail sales scenarios and it a follow-up of series of previous research in this domain, but the results offer broader applicability to similar market contexts, contributing to the understanding of effective personal sales techniques across cultures and genders.

Druh

J_ost - Ostatní články v recenzovaných periodicích

CEP obor

—

OECD FORD obor

10100 - Mathematics

Projekt

—

Návaznosti

N - Vyzkumna aktivita podporovana z neverejnych zdroju

Rok uplatnění

2025

Kód důvěrnosti údajů

S - Úplné a pravdivé údaje o projektu nepodléhají ochraně podle zvláštních právních předpisů

Název periodika

BUSINESS & MANAGEMENT COMPASS

ISSN

3033-0106

e-ISSN

—

Svazek periodika

69

Číslo periodika v rámci svazku

2

Stát vydavatele periodika

BG - Bulharská republika

Počet stran výsledku

12

Strana od-do

12-23

Kód UT WoS článku

—

EID výsledku v databázi Scopus

—